Digital Dealer - February 2020 - 37

6 Habits of Highly Persistent People
B They Openly
Celebrate What
They Do

They Are
Commissioned
to a Cause

of value is the value that you create by leveraging real insights. What is personal and
unique to each buyer will always be what's
most compelling.

Why It Matters
Persistence cannot be replaced. There is
absolutely no substitute. Either you will
lean-in, stay with each opportunity, and
ﬁgure it out - or you won't. Make no mistake, everyone is a buyer! Everyone either
has the resources to make a deal or can be
resourceful if they want to. Why would you
give up on a deal? Don't sell yourself short.
Just because someone didn't agree to move
forward right away at the ﬁrst ask, doesn't
mean you should throw in the towel and
prematurely give up.
Ask yourself: What do I cost others when
I don't hang in there and get past peoples'
concerns? If it was important enough for
you to start, it is important enough for you
to follow through. When you are persistent,
you communicate in a way that allows
you to build connections and compel your
customers to buy.

Persistence is needed because:
Sometimes people need to hear
it another way. There are six emotional

motives to buy. Do you know what they are?
The right message delivered in the wrong
way will not produce the result you are
looking for. Without a doubt, until it feels
right it will never be right. Sometimes all it
takes is reframing and repositioning your
message with the right language that hits
home.
Sometimes people need more

reasons to move forward. Every sale
requires the buyer to sacriﬁce. Before moving forward, they need to feel good about
what they are getting in exchange. There

February 2020

D They

E They

F They Don't

G They Use

Fully Expect
to Encounter
Resistance

Intentionally
Prepare for
Resistance

Take Resistance
Personally

Resistance to Gain
Additional Insights
and Add More
Value

" Sales persistence,
on the other hand,
requires that you
empathize, adjust, and
then move for-ward
with a new approach,
better message, and
more value. "

are ﬁve levels of value. Are you leveraging
all ﬁve? Sometimes all it takes is to stack
on another level of value and effectively
connect the dots to another reason to move
forward. If you give someone a big enough
reason to move, they will move every time,
but it must be their reason and not yours.

Sometimes people just really
don't know how to move forward.

Whether it's making sense of the time
involved, making sense of the effort it takes,
making sense of the cost, or something
else, there are times when people just don't
know how to move forward. There are times
people need real guidance. Showing the way
is just as important as showing the why.
Sometimes all it takes is holding their hand
and leading them through the next step.
Sometimes people just need
more time to make sense of it all. We

have all been there. We have all procrastinated or even completely ignored an opportunity only to later decide that it all-of-asudden makes perfect sense. Sometimes
customers just need more time to make
sense of it; whether that is ﬁve minutes, ﬁve
days, or ﬁve months. Asked at a different
time, you can get a completely different
response.
Persistence pays! I encourage you to
adapt the six habits of highly persistent
people, to double down on your efforts and
multiply your results.
Persistence, unlike pressure, always
makes sense. You surely want others to
believe in you, believe in your ideas, and believe in your offerings. Nothing can demonstrate your conﬁdence, your commitments,
and your beliefs more clearly than your
willingness and determination to persist, in
spite of resistance. It is you and your efforts
that make the difference.
It's not always easy, but when you empathize, adjust, and then move forward with
a new approach, better message, and more
value, everything changes.
You can ﬁnd more articles in sales & variable ops
here: digitaldealer.com/trending-auto-news/

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AutoTrader...................................................... C2
Dealertrack................................................... C3
Market Scan.................................................. 23
RFID............................................................... 35
vAuto.............................................................. C4
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Digital Dealer - February 2020

Table of Contents for the Digital Edition of Digital Dealer - February 2020